EP019 – Never Leave a Sale Behind

In this episode, John and I cover how to be persistent when going after new clients. Too many people give up quick or at the first objection and miss out.

Here’s some interesting stats to consider the next time you’re talking to a prospective client:

2% of sales are made on the First contact.
3% of sales are made on the Second contact.
5% of sales are made on the Third contact.
10% of sales are made on the Fourth contact.
80% of sales are made on the Fifth to Twelfth contact.

It’s pretty clear that you need a strategy based on persistence and multiple contacts to get the right sales. So listen in and find out how to get why you should never leave a sale behind.

Curious that John mentions some of his student’s consulting deals being worth 25, 30 and 50k. How does John help his students arrive at those figures? I have heard him mention before that he simply triples his outsource costs, although I can’t imagine that it would end up with these types of figures being mentioned. Could you possibly go into more detail on pricing strategy for services like websites, SEO, content, Lead Gen pages (and whatever else it may be that you teach your students to offer) in a future episode? I think you may find this is the reason why so many consultants starting out, like myself, don’t charge enough as pricing strategies are rarely discussed. Thanks for another great episode.

Chris Green

Hi Scott, in some of the previous episodes John has gone into detail as to the strategies that you can charge more for when packaged correctly.

If you want to ask any specific questions here, i’ll get John to pop on and answer them for you.

http://www.wesgrasty.com wes

I didn’t catch the name of that conference/website that was talked about at the beginning – foundation something? Also, I really want to rate your podcast with 5 stars on iTunes, but the audio quality could be a LOT better. Please improve that when you get a chance. The content is awesome!

Chris Green

Hi Wes

Thanks for the feedback, the audio on this episode wasn’t great, but i’m glad you’re loving the content (that’s the most important thing to us).